Distributive Negotiation

Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. 

It is also known as zero-sum, or win-lose negotiation, in the sense that the parties to negotiation try to claim the maximum share for themselves and due to which when one party wins or reaches its goals and the other one loses.

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Difference Between Distributive Negotiation and Integrative Negotiation

Difference Between Distributive Negotiation and Integrative Negotiation

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